Professional Documents
Culture Documents
Compiled by:
Prof. Deepa Agnihotri
Author: Futrell
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Equalized Workload
This method uses the number, location, and size of
customers and prospects to determine the
frequency of sales calls and amount of time a call
takes by using such data as:
Time required for each sales call.
Frequency of sales calls per given customer.
Time intervals between sales calls.
ASSIGN TO TERRITORIES
Some salespeople can handle large territories
and the travel associated with them; some cant.
Some territories require experienced
salespeople; some are best for new people.
Some people want to live in metropolitan areas;
others prefer territories with smaller cities.
First Call
c
Base
c
Cloverleaf Pattern
Major-City Pattern
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c Work Back
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1 - Downtown
3. Customer service
Handling complaints.
Answering questions.
Territory-Time Allocation
Territory-time allocation,
cont...
* every 3 months
= small accounts
= small accounts
= small accounts
= small accounts
= best prospects
Straight-Line Pattern
First call
Work back
Cloverleaf Pattern
Each leaf out and
back the same day
Major-City Pattern
(1 = Downtown)
Account analysis
Territory-time allocation
Carefully schedule
personal calls to
distant accounts.
Sales volume
Profit
Expense
Activity
Customer satisfaction
Account analysis
Territory-time allocation